methods, tools, and skills the path to win-win in business alliances napm utah salt lake city 14...
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Methods, Tools, and SkillsThe Path to Win-Win in Business Alliances
NAPM UtahSalt Lake City14 January, 2010
Randy A. WardwellVP Sales Financial ServicesCredit Solutions GroupDavis + Henderson LTD
Procurements traditional, “preferred” approach to dealing with salespeople
Oxymoron orGenius??!!
Oxymoron orGenius??!!
It's all about standing out...
No process
No process
No process
No process The disciplined, process-oriented
professional
Why a Sales
Process??
1.To Reduce Sales Cycles2.To Improve Close Ratios3.More Repeat Business4.To drive to Win/Win
The Miller Heiman Sales SystemTM
Our Framework:
• To help clients uncover sales performance and sales force productivity issues; and
• To define, prioritize and track improvement initiatives.
The Miller Heiman Sales SystemTM
Key ideas:
Identify the elements of Strategic Analysis
Develop an ongoing process for:
— Analyzing sales opportunities
— Setting effective strategies
— Managing and tracking sales
objectives
Common process and language to manage
primary sales opportunities
Strategic Selling® helps organizations and individuals develop comprehensive deal strategies to win complex sales.
Strategic Selling®
Miller Heiman Sales System• Create Opportunities Manage Opportunities• Manage Relationships• People• Reinforcement & Support• Management Execution
Key Focus of Strategic Selling®:
Creating Single Sales Objective
ID Red Flags
ID All Buying Influences, Role, Influence, Mode and Rating
Develop a Strategy for Each Buying Influence
Gauge Your Competitive Position
Create a Coach for the Sales Process
Insure Access to the Economic Buyer
Brainstorm an Action Plan
Create a “Best Action Plan”
Strategic Selling®
People Win in their own ways
Your personal Win is different from each
Buying
Influence’s personal Win
Categories of Buying Influences tend to
look for similar business Results, but each
Wins in a personal way
Win-Results
Key ideas: Develop a reliable individual and team process
for planning, conducting, and assessing sales calls
Develop a communication that is focused on solving the needs of the Buying Influence and what they are trying to:
— Fix
— Accomplish
— Avoid Learn a common language for discussing sales
calls
Conceptual Selling® helps organizations and individuals sell more effectively by aligning the way they sell to the way their customers buy.
Conceptual Selling®
Miller Heiman Sales System Create Opportunities• Manage Opportunities Manage Relationships• People• Reinforcement & Support• Management Execution
Key Focus of Conceptual Selling®:
Creating Single Sales Objective
ID Red Flags
ID Buying Influence’s Concept
Craft Valid Business Reason for Each Call
Build Best Action Commitment
ID Minimum Acceptable Action
Create Question Types & Sequences
Build Credibility
Test for Basic Issues
Practice Joint Venture Selling
Conceptual Selling®
• Joint Venture Selling is
a process that begins
with:
• Understanding the
Buying
Influence’s Concept
• Presenting your
product,
service, or solution as
it
relates to the Concept
Joint Venture Sales Approach
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Miller Heiman Strategic Selling® Blue Sheet
What are we proposing to sell?
What is our current position?
Is the prospect a good match for what we offer?
How do I rate each buying influence, and how do I
know this is an accurate rating?
What does each buying influence get
out of what I’m proposing?
Who are the buying influences, their roles, openness to change,
and level of influence?
What are those factors that strengthen my
position, and what are those things I need to
fix or neutralize?
What are some possible actions we
could take to strengthen our
position?
What information do we need, and what are the
best actions to take, who will do them, and when?
Miller Heiman Conceptual Selling® Green Sheet
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What is the customer is trying to fix, accomplish, or avoid?
What we are proposing to sell?
Expected outcome of the sales call
Why the customer shouldmeet with you?
Differentiating your solution
Developing the proper questions and sequence for
a productive sales call
Developing the proper questions to move the sale forward
Skills
Listen, Listen, Listen (70/30 reversal)
Golden Silence
Do what you say you will
Tell the truth – always even when it hurts
Always look for their Win while securing yours